title: Temporal view of the costs and benefits of self-deception.
abstract: Researchers have documented many cases in which individuals rationalize their regrettable actions. Four experiments examine situations in which people go beyond merely explaining away their misconduct to actively deceiving themselves. We find that those who exploit opportunities to cheat on tests are likely to engage in self-deception, inferring that their elevated performance is a sign of intelligence. This short-term psychological benefit of self-deception, however, can come with longer-term costs: when predicting future performance, participants expect to perform equally well-a lack of awareness that persists even when these inflated expectations prove costly. We show that although people expect to cheat, they do not foresee self-deception, and that factors that reinforce the benefits of cheating enhance self-deception. More broadly, the findings of these experiments offer evidence that debates about the relative costs and benefits of self-deception are informed by adopting a temporal view that assesses the cumulative impact of self-deception over time.
authors.affiliation: Department of Marketing, Harvard Business School, Boston, MA 02163, USA. zchance@hbs.edu
authors.forename: Zoë
authors.initials: Z
authors.lastname: Chance
authors.forename: Michael I
authors.initials: MI
authors.lastname: Norton
authors.forename: Francesca
authors.initials: F
authors.lastname: Gino
authors.forename: Dan
authors.initials: D
authors.lastname: Ariely
mesh_terms: D008192:Deception; D004521:Educational Measurement; D006801:Humans; D007361:Intelligence Tests; D012044:Regression Analysis; D012649:Self Concept; D013997:Time Factors